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Category Archives: Business Development Strategy
How To Get Left Behind (Courtesy of BlogWorld)
But it frightens me how many small to midsize companies behave like ostriches when it comes to a serious evaluation of their social media strategy. Continue reading
Get Out and Stay Out of The Commodity Trap
A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete other than on price. When they lose a deal, they assume they lost it on price.
The problems with that zero-sum game are that there are always limits to how low the market can drive prices (before vendors abandon the market) and that every vendor is vulnerable to price-cutting by any competitor at any time.
Will You Meet Your 2011 Sales Goals?
What’s your prediction for meeting your company’s 2011 sales goal? Please take our online poll. Continue reading
Posted in Business Development Strategy, Women in Business
Tagged poll, sales, sales goals, sales management
How Do Savvy Business Owners Manage Risk?
Video interviews with business leaders on how they evaluate and manage risk. Continue reading
Five Great Tips to Grow Your Business
Five business leaders on 60-second videos with their best advice for growing a company to over $10 million. Sponsored by The Whale Hunters. Continue reading
Do Women Owners Hit a $1 Million Ceiling?
The Over Ten campaign features video comments from inspired business leaders encouraging women to build their businesses to more than $10 million in annual revenue. Over Ten was conceived and implemented by Ginger Whitesell and is sponsored by The Whale Hunters. Continue reading
What can marketing do for sales?
Video blog about how to save time in the sales process by educating your customers through marketing tactics. Continue reading
Is Your Company Discoverable? Hear What Chris Baggott Has to Say
Conversation with Chris Baggott about “The Key to Fast Growth is Discoverability.” Continue reading
Why I Became a Whale Hunter by Dave Cooke
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability. Continue reading
Ask Your Customers The Ultimate Question
Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients. So it’s much more important to keep existing whales than to hunt for new ones. How do you find out if there is a high probability that existing whales will work with you next year, too? Continue reading
Posted in Business Deals, Business Development Strategy, Sales Development, Small Business Advice, Small Business Growth, Women in Business
Tagged B2B sales, business development, customer benefit, customers, fast growth, Fred Reichheld, Michael Franz, sales process, selling, The Whale Hunters Process, trust